Vous êtes confronté à des conditions changeantes de la part d’un fournisseur. Comment maîtriser la négociation sous pression ?

Ideal world: the contract and the master service agreement should have locks (clauses) for situations that would result in new terms, in that case, the buyer should leverage these clauses to drive the negotiation. If not the case, the recommendation is to carefully listen to the partner, understanding where they're coming from, details of the ask, financial impact (spend increase) and what happens if new terms aren't accepted. From that point, it's just a matter of understanding how strategic is the partnership with such vendor: current performance, how they're compared to direct competition (cost and performance), projections of spend (growth or decrease?) with them and, work to obtain the best deal using these variants as compass.

When these situations occur (and they do) I find that remembering that I am the customer helps me find calm and stability. Heated emotion only serves to diminish a relationship and while some may think a forceful negotiation works, I find it is only a short-term fix. Stay the course and remind the vendor of their commitment as a partner. Ask the vendor to explain why expectations changed and use the opportunity to negotiate additional concessions. If that doesn't resolve the dispute, you can always escalate.

Inhalar y exhalar... Revisar el contrato, apegarse a los clausulados, hallar espacio razonable entre la necesidad de mi empresa de contar con la provisión del servicio y el ofrecimiento de cumplimiento que el proveedor está ofreciendo/solicitando. Platicar, aclarar y acordar sobre: - factibilidad - espacios de acuerdos - puntos no-negociables - costos/penalizaciones/descuentos ligados a cada uno de los puntos anteriores. Y no perder de vista los tres ejes rectores de este tipo de negociaciones: 1) Ambas partes acuerdan considerando un punto medio justo. 2) Lo pactado es mejorable, pero hay puntos que no son negociables (y el cliente manda). 3) Hablando de entiende la gente.

En mi opinión hay que trabajar en el vínculo con el proveedor. Es un vínculo en el que la confianza es vital. Si no hay confianza y cuidado de esa relación es que pueden pasar estas cosas. Mirarlo desde el lado de la colaboración, no desde la competencia o escasez. Si lo vemos desde la escasez, viendo qué otra cosa le puedo sacar, sera6, entonces, de muy corto plazo.

Mantenha a compostura, mesmo sob pressão. Acalmar-se ajuda a pensar com clareza e a responder de maneira estratégica, sem tomar decisões impulsivas.

when facing shifting terms from a vendor, staying calm is crucial. Begin by pausing to assess the situation, focusing on the facts rather than emotions. Reaffirm your original position politely, and ask clarifying questions to understand the vendor's reasons for the changes. Maintain a solution-oriented mindset, proposing alternatives or compromises that align with your goals. By keeping your composure and being prepared to walk away if necessary, you can navigate the negotiation effectively, ensuring a fair and beneficial outcome.

Analise como as mudanças propostas afetam seus objetivos e operações. Compreender o impacto ajuda a formar uma base sólida para suas negociações e a identificar quais termos são negociáveis.

Assessing the impact of shifting terms isn’t just about numbers—it’s about understanding the ripple effects those changes can have on your entire business strategy. Evaluate how the proposed changes affect your bottom line, timelines, and any other critical aspects of your agreement. Consider the short-term and long-term consequences, including financial implications, potential risks, and how these changes might influence your relationship with the vendor. By thoroughly assessing the impact, you can decide whether to accept the new terms, propose adjustments, or walk away from the deal. This step ensures that your actions are aligned with your strategic objectives and that you’re not compromising on key priorities.

Understanding the vendor’s underlying needs and motivations is key to finding a mutually beneficial resolution. Take the time to explore why they’re proposing changes—are they facing new constraints, aiming to increase their margins, or simply testing boundaries? By identifying their true needs, you can craft responses or counteroffers that address their concerns while still protecting your interests. This approach not only helps in navigating the current negotiation but also strengthens your relationship by demonstrating empathy and strategic insight.

Explore as razões por trás das mudanças nos termos. Compreender as necessidades do fornecedor pode revelar áreas de flexibilidade e possibilitar uma negociação mais eficaz.

La comunicación es fundamental, ambos el proveedor y cliente necesitan conocerse. Si se trata de un proveedor a largo plazo, generar las conversaciones de sus temas críticos, sus plazos. En caso de tener reclamaciones, conversarlas. Son relaciones en que muchas veces habrá que ceder, se requiere flexibilidad.

Esteja pronto com alternativas viáveis. Ter um plano B bem definido oferece segurança e opções de negociação, permitindo que você lide com as mudanças de forma mais eficaz e assertiva.